“Earn the Right to the Numbers”: Why Trust Comes Before Financials in M&A

In this episode of Shoot the Moon , Revenue Rocket’s Mike Harvath, Matt Lockhart, and Ryan Barnett explore one of the most overlooked tension points in M&A: the financial document request. You’ve nailed the strategic and cultural fit — but when it comes time to share financials, things stall. Why? It often boils down to trust, financial hygiene, and timing. 🔍 Inside the episode: Why jumping to the P&L too soon can kill momentum What “financial hygiene” actually means — and why it matters Tips for buyers to build trust and earn the right to request numbers What sellers should prepare: 3 years of P&L, balance sheet, forecast, and ad backs How to keep a deal moving when financials are messy or delayed If you’re buying or selling an IT services firm, this episode is a playbook for avoiding early missteps and setting up a smoother path to due diligence. RELATED EPISODES: Episode 170: How to Become a Platform Investment. Listen now >> Episode 141: Add-Backs 101. Listen now >> Episode 131: The Importance for Sellers to have Financials in Order while being Acquired. Listen now >> Listen to Shoot the Moon on  Apple Podcasts  or  Spotify . Buy , sell , or grow your tech-enabled services firm with Revenue Rocket. 

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